NaturVet, a leading manufacturer of science-backed pet health and wellness products, is seeking a seasoned Account Director to own and grow our presence across the FDMC channel — Food, Drug, Mass, and Club. This is a hands-on, individual-contributor role for an experienced sales professional who has personally opened and developed major retail accounts without broker intermediaries. You will serve as the primary commercial owner for key accounts including Walmart, Sam's Club, major grocery chains, and Costco, leveraging deep-rooted buyer relationships and category expertise in the pet space to drive aggressive distribution, velocity, and revenue growth.

The ideal candidate brings extensive direct experience calling on Walmart's Bentonville buying teams, a comprehensive understanding of the FDMC retail ecosystem, and a verifiable history of opening net-new accounts independently. This role demands strategic vision paired with executional excellence — you will build the business plan, lead the buyer relationship, negotiate deals and scale the business.

KEY RESPONSIBILITIES

Account Ownership & Revenue Growth

• Serve as primary point of contact and commercial owner for Walmart, Sam's Club, Costco, and key grocery/drug/mass accounts — managing all aspects of the relationship directly, without broker support.
• Personally drive new account acquisition and category expansion across FDMC channels, establishing NaturVet as a preferred pet wellness supplier.
• Develop and execute annual joint business plans (JBPs) with buyers at all major accounts, including revenue targets, promotional calendars, and shelf set strategies.
• Deliver against aggressive volume, distribution, and market share targets aligned to company objectives.

Retail Strategy & Buyer Engagement

• Leverage established, direct relationships with Walmart and Sam's Club Bentonville buyers to secure new item authorizations, expand shelf placement, and win preferred shelf positioning.
• Lead and present to buyer teams at all levels — from category managers to senior merchants — with compelling, data-driven selling stories.
• Navigate Walmart's Retail Link and Sam's Club's Collaborative Retail Exchange (CRX) systems fluently to manage business performance and identify growth opportunities.
• Develop account-specific strategies for Club, grocery, and drug channels based on deep knowledge of each retailer's unique operating model and category priorities.

Expertise

• Apply deep, specialized knowledge of the pet health and wellness category to position NaturVet products compellingly within each retail environment.
• Stay ahead of pet industry trends, competitive activity, and emerging consumer behaviors to inform go-to-market strategies and product assortment recommendations.
• Partner with Marketing and Product Development teams to align innovation pipeline with FDMC channel needs and whitespace opportunities.
• Serve as the internal voice-of-customer for FDMC retail partners, providing actionable insights to shape NaturVet's long-term channel strategy.

Business Planning & Analytics

• Utilize syndicated data (IRI/Circana, Nielsen), retailer-specific POS data, and internal reporting to develop strategic account plans and identify growth levers.
• Direct experience within Walmart platforms such as Retail Link, High Radius and Walmart Connect.
• Build and manage trade budgets, promotional funding, and ROI assessments for all FDMC account activities.
• Develop accurate volume forecasts and work cross-functionally with Supply Chain and Finance to ensure alignment on shipment planning and inventory positioning.
• Lead post-promotion analysis and make data-driven recommendations to optimize future investment.

Cross-Functional Collaboration

• Act as the primary internal liaison between FDMC account activity and NaturVet's Sales, Marketing, Finance, and Supply Chain teams — influencing without authority and driving alignment across functions.
• Contribute to the development of the annual sales and marketing operating plan with respect to FDMC channels.
• Represent NaturVet at trade shows, industry events, and customer-facing engagements independently.
• Self-manage a full account portfolio with minimal oversight — own your calendar, your travel, your pipeline, and your results.
• Perform all Company business in accordance with applicable regulations (EEO, FDA, OSHA, etc.) and NaturVet policies, maintaining the highest ethical and professional standards.

ADDITIONAL ELIGIBILITY REQUIREMENTS

• We are an E-Verify employer: must be legally authorized to work in the United States.
• Must be 18 years of age or older.
• Must possess a valid driver’s license.
• Subject to credit, criminal, DMV background check.

WORK ENVIRONMENT

• Variable: Work environment can vary significantly, including client offices, trade show floors, customer sites (e.g., retail stores, warehouses), and remote locations.
• Travel: Frequent travel may require extended periods away from home.
• Customer Interactions: Constant interaction with clients, potential customers, and other industry professionals.
• Competitive Environment: Can be a high-pressure environment with demanding sales targets and quotas.
• Technology Reliance: Heavy reliance on technology, including smartphones, tablets, laptops, and company CRM systems.

SALARY & BENEFITS

• Salary: $165k - $175k (Bonus Eligible)
• Employment Type: Full-Time, Exempt
• Location: Flexible / Remote with Travel Required (~35% throughout the US)
• Benefits: Comprehensive benefits package including medical, dental, and vision coverage; company-paid life and disability insurance; 401(k) with company match; paid time off; flexible spending accounts (FSA); and additional programs.